8 What are we doing online? Pass the time Buy a product Watch a video % % % % 67 Use social media Travel reservations $ Online banking Sports scores and info % % % % Download music Source: The Pew Research Centerʼs Internet & American Life Project Tracking Surveys, March 2000 December 2012

9 Video Viewers Growing Fast In June 2013, 183 million Americans watched more than 44 billion online content videos, while the number of video ad views surpassed 20 billion. That s 85.2% of the total US internet audience % Total US internet audience Source: comscore, June 2013

10 Biggest Cable Network? Netflix subscribers watched more than one billion hours of video in June 2012, averaging 80 minutes per day. 1 billion 80 hours of video minutes per day That means that on any given day, Netflix is more popular than any single cable network in the U.S. Source: Netflix, BTIG

12 Mobile Getting Bigger Tablets and readers are now in ~34% of homes More cellphone subscribers in the US than people Population # of cell phones 316 million million Almost 40% of the world s population are online 2.7 billion people Source: International Telecommunications Union, United Nations; CTIA

18 Mobile + Social About 128 million of Facebook s worldwide active users access the service using their mobile devices. 128 million Source: Facebook, August 2013

19 Mobile + Social 7.3 million smartphone users accessed Instagram each day in August 2012 and 6.9 million used Twitter from their phone million million Source: comscore, Twitter, October 2012

20 Social Networking Usage The percentage of all adult internet users who use social networking sites since % The % of online news consumers who use social network sites 53% 35% 18% 71 The % of online consumers who get news forwarded to them through or via social networking 0% Ever Yesterday People are 3.7x more engaged with news content when it s recommended Source: Pew Research Center s Internet & American Life Project surveys: Feb 2005, August 2006, May 2008, April 2009, May 2010 & May 2011.

26 Mobile Video to Grow The U.S. mobile video audience grew 77% over the past two years from 21 million to 36 million. That audience is expected to rise to more than 50 million in m Wireless Users in % 36m Wireless Users today Source: BI Intelligence

28 In-App Purchases to Soar IHS predicts that in-app purchases will become the dominant way that app developers make money in the years ahead. In-app purchases accounted for 39% ($970 million) of app revenues in By 2015, IHS predicts that number will grow to 64% ($5.6 billion). Worldwide Share of Smartphone App Sales Revenue by Percentage of Paid Apps vs. In-App Purchases In-App Purchase Paid Download Source: IHS Screen Digest January 2012

29 Points & Recommendations

30 Three Key Points 1. Digital remains a huge growth opportunity for news. 76% of users are consuming news online. 2. Video has exploded in usage over the past few years and continues to be one of the fastest growing digital formats. 3. Mobile consumption, while still in early stages, is rapidly expanding as more and more consumers acquire smart phones and tablets.

31 Three Recommendations 1. Define your digital identity. How will you extend your on-air brand in a way that takes advantage of the inherent value of each digital platform? How does your brand translate to social media and mobile devices and do they integrate into programming? Consider how your digital initiatives may impact your news brand as a whole. Is it an opportunity to redefine yourself?

32 Three Recommendations 2. Research the local landscape. Uncover who is spending money on digital. Identify who should be spending but isn t yet. Look at your competition to understand what they are offering.

33 Three Recommendations 3. Analyze and document your audience. Look at your site metrics, identify trends that may be appealing to advertisers, consider ways you can package your audience segments. Do you currently skew more towards certain audience types? Determine how you can nurture what you already have and grow an existing base into a stronger segment.

34 2 Digital Ad Sales by Numbers

35 Digital vs. Other Media

36 Online Ad Spending Internet advertising revenues reached a record total of $37 billion in That s a 15% increase from the $31.74 billion reported in 2011, and continues a trend of strong growth over the past 10 years. 40 $37.0 $ $21.2 $23.4 $22.7 $ $ $6.0 $7.3 $9.6 $ Annual Revenue, in billions Source: IAB, April 2013

38 Compared to Other Media In 2012, Internet advertising revenues inched closer to broadcast TV advertising, and have long since surpassed those of Cable Television (including both National and Local). Advertising Revenue Market Share by Media , in billions 40 $39.6 $36.6 $ $22.8 $19.4 $ $7.5 0 $0.8 $0.7 Broadcast TV Internet Cable TV Magazines Newspaper Radio Out of Home Video Games Cinema Source: IAB, April 2013

51 What About... In addition, YouTube and social networks are two other areas in digital that are in the early stages of ad development. Because ad models are still being established at this time, we do not recommend that you focus a lot of effort here.

52 The Basics

53 Terms to Know Run of Site (ROS) When an advertiser purchases a banner size that can appear on any page of the site, rather than purchasing a particular section or page. Click Through Rate (CTR) The percentage of banner impressions that resulted in a visitor to the advertiser s site. Cost Per Thousand (CPM) The amount an advertiser pays for ever 1000 impressions of their ad. Cost Per Click (CPC) The amount an advertiser pays for each click on their ad - typically used for SEM or Facebook ads. House Ads The ads a site runs that have not been purchased by an advertiser. Often used to advertise their own content/ products. Inventory The amount of ad impressions a site makes available to advertisers for purchase.

54 Parties Involved Ad Server Serves the ads and uses clicktags to track user engagement and report analytics. Rich Media Server Often required to serve the rich media ads that load additional content after the initial ad load. Example: PointRoll. Streaming Video Server If an ad is video-only, sometimes a streaming video server/vendor can be used instead of a rich media server. Media Planner/ Buyer They decide which sites to run the ads on and make the purchase.

55 Points & Recommendations

56 Four Key Points Spending online continues its upward trend, while many other media are in decline Ad models are ever-evolving, but brand strength & awareness is key Video is emerging as a leading ad platform, particularly for brands that occupy the video space Mobile advertising remains the focus of many brands due to increasing consumer penetration

57 Three Recommendations 1. Identify what can be sold now. Look for existing editorial opportunities. Which areas of the site get the highest traffic and how can they be converted to a sales opportunity? Determine if there are any features that can be sold both on-air and online.

58 Three Recommendations 2. Dialog with editorial Meet regularly with editorial to discuss what s on the horizon. Know what s resonating in the marketplace. Communicate back to editorial what you are hearing from advertisers. What types of content have the highest potential for revenue? Are there new sections that you might sell?

59 Three Recommendations 3. Plan your sales strategy. Existing clients are the biggest opportunity for growth. Are there existing on-air deals that could be extended online for a larger package? Are there existing digital deals that can be extended to additional platforms like video or mobile? Then develop your target list. Given the competitive landscape, which advertisers are likely to be most receptive to your calls? Are there new categories/ industries you may want to pursue with a stronger digital offering?

60 3 Ad Platforms

61 Display / Banner

62 Banner Ads to Grow $ % billion in advertising revenues for display banner ads in 2012 Those numbers are expected to rise by more than 33% year over year. Source: IAB, April 2013

66 Types of Display Ads your brand, your brand your brand your brand your brand Synced banners are linked ads that work together Roadblock ads are all from the same advertiser Side Panel is branding on either side of site content

69 Types of Video Ads 00:07 / 00:15 up next: 00:07 / 00:15 up next: your brand Pre-Rolls ads play before videos lasting either :15, :30, or 1:00. Pre-Roll and Banners work together showing the same advertisement.

70 Types of Video Ads 00:07 / 00:15 up next: In-banner ads play a short video clip within the banner ad. Mobile ads can be pre-roll ads or in-banner ads. Streaming video ads play longer videos that stream from a different server.

71 Rich Media

72 Rich Media Revenue A rich media ad is an ad banner that loads additional video or data once the user begins to interact with it - either through a rollover or action click. Advertising revenues for rich media ads in 2012 totaled $1.1 billion, but this category may see a slight decline in favor of video and mobile advertising. Source: IAB, April 2013

78 Market is Quickly Growing In 2012, mobile ad revenues in the US totaled $3.4 billion, up 111% from $1.6 billion in It has seen triple digit percent growth since $16. b $3 4. b Source: IAB, April 2013

84 Over the Top (OTT) Delivery OTT refers to content that is delivered to a user s device without internet service provider (Comcast, AT&T) distribution. Examples of OTT are Netflix and Hulu. This is a nascent area we are watching closely and expect ad models to develop in the coming years.

85 Points & Recommendations

86 Three Key Points 1. Established platforms and more aggressive integrations offered by Rich Media continue to be the strongest revenue drivers. 2. Video offers the opportunity for contextually-relevant placements and typically has a higher CPM. 3. While the ad spend on mobile remains small, the amount of time consumers spend on mobile devices means there is tremendous head room for ad growth.

87 Three Recommendations 1. Know your technical capabilities. Understand what your site is capable of supporting in terms of ad units. Are you able to sell and traffic video ads or mobile ads? Understand what kinds of rich media units can be integrated. Identify any limitations or restrictions you need to be aware of. And know where there is more latitude to push the limits.

88 Three Recommendations 2. Develop your sales packages. Think cross platform. How can you package a sponsorship across as many platforms as possible - TV, website, video, mobile, etc? Put together your offerings and price them. Create mockups. Visuals are very powerful. Show advertisers what it might look like on your site. Develop relationships with rich media vendors to understand what that cost might be to implement on your site. Rich media servers can be expensive, but some vendors have lower-cost alternatives.

89 Three Recommendations 3. Test, adjust, expand. Test the waters. Start with one or two friendly clients and gauge response. Dialog with current and potential advertisers. Are there ways you can up the ante? Offer them options that your competition is not? Look for ways to create a strong long-term partnership rather than a one-time sale. Stay on top of site analytics. Identify which types of ads are getting the highest response from users. Communicate regularly with your advertisers. Be the partner that is always looking out for their best interests.

90 4 Success Metrics

91 Metric Expectations Standard metrics and rates for measuring success vary greatly by the site s reach, type of ad, type of marketer, and local marketplace. There really is no magic number or rate. It s more about brand lift - how many eyeballs your services can deliver in order to raise brand awareness and intent to purchase. Like the real estate market, it s best to understand what the going rates are in your market and set your rates competitively as they change frequently.

95 In General Stick with IAB ad sizes and units. Try to position ad units as close to editorial content as possible. Develop content that will be seen as valuable to the advertisers in your market. Consider having the same staff sell both TV and digital. That way you have consistent message and can create a packaged offering across TV, Web, and Mobile.

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